Articles
Members of the Sales Training Learning Community share the following articles to enhance understanding of best practices, learning solutions, and emerging trends in sales training. Members may click on a link to access the article.
Territory Business Management
by Steve Andersen, PMI President and Founder
Prior to launching PMI ten years ago, I held Chief Sales Officer positions with several organizations. Sometimes my Chief Sales Officer responsibilities included marketing and sometimes my responsibilities included customer service. But in all cases, …
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The Myth of Sales Qualification
by Sales Performance International
According to the latest survey of sales managers conducted by CSO Insights, almost half of salespeople (46.2%) need improvement in qualifying opportunities.…
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Top 6 reasons Sales training won’t stick
by Ken Dooley
Research shows that within 60 days of a sales meeting, 87% of the content is forgotten. Here are the six leading reasons why sales training programs fail, according to a study of sales organization practices …
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Planning to Win
by Steve Andersen, PMI President and Founder
Prior to launching PMI ten years ago, I held Chief Sales Officer positions
with several organizations. Sometimes my Chief Sales Officer
responsibilities included marketing and sometimes my responsibilities
included customer service. But in all cases, it was clearly …
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Overland Storage enhances channel program
by Mark Cox
Overland Storage has announced enhancements to its' FastTrack Partner Program to increase revenue opportunities and profitability for worldwide channel partners. The changes give channel partners exclusive access to dedicated Overland sales and marketing support, personalized …
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Repetitive Skill Practice: Blending Experiential Learning & Technology
by Laura Montocchio
Nothing takes the place of repetitive skill practice to prepare people to perform their jobs effectively. At most companies, the skills that we want our employees to demonstrate in their jobs have been well defined. …
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7 Questions an Out-Sourced Trainer Must Answer to Your Satisfaction
by Conrad Elnes
The following is a list of the most frequent concerns. To help ensure that you make a safe and rewarding training investment when you outsource, I’ll provide a synopsis of each concern listed and a …
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MetLife launches pension training scheme for advisers
by Nicholas Paler
MetLife is to host free pensions training programs for advisers which will help them become ready for the Retail Distribution Review after teaming up with IFA training group Patterson Sales Training.…
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Training Programs Have Art of Selling Down to a Science
by Marion Webb
In this down economy, where clients demand more for less, more of San Diego’s small-to-midsized business owners are turning to expert training programs in sales and marketing to find the solutions they need to grow …
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Why Sales Training Often Fails (And What To Do About It)
by Keith M. Eades, CEO and Founder of Sales Performance International
After working with hundreds of global companies and nearly one million sales people over the past twenty years, it’s not surprising to see certain recurring organizational patterns. It seems obvious that a core goal of …
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Sales Training Tips
by Grant Cardone
While it is agreed that training can improve the production results of a company there is no shortage of companies and executives that question the return on investment (ROI). Before you calculate the cost of …
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Confronting the CRM Challenge
by Walter Rogers, CEO Baker Communication
For the last couple of years now, all the buzz in business has been about the Sales 2.0 revolution. By Sales 2.0, I am referring to the way technology – especially Web-based strategies and applications …
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Customer Value Focus-Number 7 in the Best Practices of High Performing Sales Teams Article Series
by Steve Andersen, President, PMI
High performing sales teams discover how their customers define value and then engage and execute accordingly. They recognize that when their sales efforts are focused on the value expectations of the customer, the relationships that …
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January Discussion Topic: Loaded Questions
by Conrad Elnes, Chairman of STI International
Your response to a loaded question is often the silent killer of a
sale. Review past sales that seemed ready to close and then
silently slipped away, and you are likely to discover that your
answer to a …
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